Body Language Basics

Being able to ‘read’ what people mean, not what they say, is critical. So is projecting your own body language that they’ll be reading.

There are 8 steps to a sale, and each step has many specific skills that make it happen. That’s why it’s so important to master your skills, follow the 8 steps, and give your full attention to every customer.

If you’re winging it, you can’t control the steps to the sale, because you’re trying to figure out what to say next.

Consider these points…

• Looking around to see who has a better ‘up’ while a customer is talking screams you aren’t interested in what they’re saying. If they are looking around, they aren’t interested in what you’re saying.
• If you are fidgeting while they talk = you aren’t listening, you’re just waiting to talk.
• From them: Folded arms = defensive stance; I don’t believe you / I’m skeptical / I’m nervous / I want out!
• Too much eye contact to prove you’re in charge is bad luck. Too little seems like you don’t care.
• Learn to shake hands. Weak is icky. Crushing their hand is dumb. A solid grip is all you need.
• Smile. Have you noticed when you smile, people smile, too? When you frown or use your serious voice, they do, too. Be happy & assume they came to buy!
• Leaning in = involved. Leaning back = they’re in charge.

In your office, when a customer lays back in their chair with their arms crossed … they’re in control.

I want to be in charge, so I mirror them and lean back for a minute. Then I lean forward; write something, point to it, do some math, or draw arrows to point out things like ‘less money down makes payments go up’.

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In a way, I was lucky to work in that first hard T.O. dealership. We were lousy salespeople, but my managers made me become fearless when it came to closing.

Then from what I learned about professional selling and closing from the superstars in sales, selling cars became the most enjoyable, most profitable, and the easiest job you can find to join the $100,000+ club, just by developing better skills and working with 75% repeat customers and their referrals.

Seriously, who could ask for more!

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Sell more cars with Joe Verde’s sales book, “Earn Over $100,000 Selling Cars – Every Year” for a free PDF or to order a soft cover book.